The primary cause of sales failure is an empty pipeline

Prospecting is not sales and is not simply about "contacting prospects." It's a strategic lever and a fundamental undertaking to ensure sustainable growth. Yet, in many companies, it remains unstructured, irregular, or dependent on a few individuals..

Whether you are in the structuring phase or already active in sales, this training will enable you to structure your prospecting, improve your sales effectiveness, and generate concrete opportunities..

In 3 days, you will move from an intuitive approach to a clear, structured, and immediately actionable strategy

You won't just learn:

📍 You will build your strategy,

📍 You will test your approaches,

📍 You will embed practices directly applicable to your business reality.

What you will learn :

• Identify your sales style and that of your team
• Structuring a realistic prospecting strategy aligned with your objectives
• Using your tools differently (CRM, social selling, email marketing, AI, etc.)
• Adapting your coding to prospecting
• Strengthening the impact of your initial contacts
• Gaining confidence in sales interactions
• Testing, adjusting, and optimizing your actions based on market conditions
• Establishing sustainable prospecting routines within your organization

Who is this for?

This training is designed for:

📍 Companies with 50 to 250 employees, preferably in the service, SaaS, or industrial sectors

📍 Sales managers, business developers, account managers

📍 Executives looking to structure or revitalize their sales prospecting efforts

📍 Sales teams wanting to take their prospecting to the next level

Program

Day 1 – Wed., May 20 - Clarifying Your Sales Approach

• • Identify strengths, obstacles, and operating methods
  • Define an effective and aligned sales approach
  • Develop confidence, active listening, and presence
  • Understand the prospecting process and structure your meetings

Day 2 – Thu., May 21 - Structuring Your Prospecting Strategy

• • Identify the appropriate tools (CRM, social media, email marketing, AI, etc.)
  • Clarify your priority targets
  • Build a personalized prospecting strategy
  • Prepare a concrete action plan for the day 3

Day 3 – Wed., May 27 – Taking Action

• • Test the strategy in real-world conditions
  • Adjust your approaches based on feedback from the field
  • Develop effective reflexes for handling objections and reactions
  • Establish sustainable sales routines

Schedule

• 8:30 | Welcome
• 9:00 | Training begins
• 11:00 | Break
• 12:30 | Lunch (included)                                                                                                  
• 13:30 | Resumption
• 17:00 | End of day

Pratical informations

• The organizers strongly recommend a minimum of 2 participants per company
• Participants must bring a minimum of 20 leads per person (Day 3).

Participation Fee (for all 3 days)

• €300 excluding VAT for Beci members
• €400 excluding VAT for Access members
• €500 excluding VAT for non-members